Examples:

Goods: Raw materials, components, machinery.

Services: Maintenance, transportation, technical consulting

Ian Servin

Fernando Aguilar

Jesus Espinoza

Plasticos Aguascalientes S.A. de C.V. a medium sized company located in Industrial Park Valle de Aguascalientes

Who are the potential suppliers?

A local distributor of Atlas Copco compressors (offers installation, training, and maintenance)

A national supplier with better prices but limited on-site support

What are the roles involved in the purchase?

Plant Manager

Maintence Supervisor

Procurement Department

Corporate Operations Director

What could be the decision criterial?

Equipment price

Technical support and maintence level

Energy efficiency

Reduction of downtime

After-sales service

How is the different from buying something like a domestic air compressor in a store?

Organizational buying is more complex, involves multiple roles, requires technical and financial evaluation, and final approval at higher leves. In contrast, a domestic purchase is usually individual, faster, abd mainly based on price and immediate need.

Who buys?
B2B
Companies, organizations, or professionals that purchase products/services for their operation or resale.
B2C
Individuals or families who purchase for personal consumption.
Purchasing Process
B2B
Complex, involves multiple decision-makers (purchasing committee, management, finance).
B2C
Simple, usually decided by a single person or jointly with the family.
Decision Criteria
B2B
Based on cost-benefit, quality, support, return on investment, long-term relationship.
B2C
Based on price, convenience, brand, emotions, and purchasing experience.
Decision Time
B2B
Long; can take weeks or months due to analysis, negotiations, and approvals.
B2C
Short; can be immediate or take only hours/days.
Sales Approach
B2B
Consultative and personalized, seeking long-term relationships and specific solutions.
B2C
Massive and emotional, focused on attracting, persuading, and closing the sale quickly.
Risk Level
B2B
High; decisions affect the company's operations, productivity, and finances.
B2C
Low or medium; risk is usually limited to personal satisfaction and financial expense.
After-Sales Expectations
B2B
High level of service, technical support, warranties, and maintenance; ongoing relationship.
B2C
Basic customer service, satisfaction guarantee, and limited after-sales service.

Main Roles in a Plastic Manufacturing Company

1. General Manager / CEO
   

   • Responsible for the overall management and strategic direction of the company.

2. Production Manager
   

   • Oversees the manufacturing process, machinery, and workforce to ensure efficient production.

3. Quality Control Manager
   

   • Ensures that plastic products meet required standards and customer specifications.

4. Sales and Marketing Manager
   

   • Develops strategies to attract clients, manage customer relationships, and increase sales.

5. Finance and Accounting Manager
   

   • Handles budgeting, financial reporting, and cost control.

6. Human Resources Manager
   

   • Manages employee recruitment, training, and labor relations.

7. and Supply Chain Manager
   

   • Coordinates raw material supply, inventory, and product distribution.

8. Research and Development (R&D) Engineer
   

   • Works on product innovation, new plastic materials, and process improvement.

9. Maintenance Supervisor
   

   • Ensures that machinery and equipment are properly maintained and operational.

10. Environmental and Safety Officer

    
    

• Monitors compliance with safety standards and environmental regulations.